The most important aspect of selling is asking probing questions and listening carefully to the answers. The sound of your prospect’s voice is more useful to you than the sound of your own. Without doubt, the single most critical time to listen is when you ask...
Many service-based entrepreneurs and small business owners I know struggle with self-promotion. It seems a lot of people feel that selling is about being manipulative. Or overly persuasive. Or forcing someone to purchase something that’s not going to be of any benefit...
Objections will inevitably arise during the selling process. No matter how good your presentation or your service offering, you are likely to be faced with objections and concerns. Or the necessity for additional information. Whatever you do, don’t dread objections....
If you’re like most service-based entrepreneurs and small business owners I know you’d rather be doing something you enjoy. That’s the reason you went into business in the first place. Not to be filling the sales funnel and spreading the word. But in order to be...
Have you ever been tempted to lower your fees in order to undercut your competition. And win more business? Beware! Low-quality versus high-end clients is the difference between working with clients more focused on price versus those more focused on results....
